The 2026 Luxury Buyer: More Selective, More Strategic, and More Lifestyle-Driven
The luxury buyer is still buying — but not the way they did a few years ago.
One of the strongest themes in the 2026 Trend Report is that affluent buyers have become significantly more discerning. Instead of stepping out of the market during periods of uncertainty, many are simply becoming more selective and comparing properties more carefully before making a move.
This shift is changing how luxury homes are evaluated. Buyers are placing greater weight on long-term livability, wellness, privacy, flexibility, and how a home supports daily life — not just prestige or potential appreciation. The report also notes that buyers are rewarding properties (and agents) that offer clarity, transparency, and strategic value.
Another major trend: the luxury home is increasingly seen as a lifestyle asset, not just a financial one. Even when macro conditions shift, buyers with strong liquidity and long-term thinking are treating volatility as an opportunity to secure standout properties.
The report also points to a growing split in buyer behavior between:
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Move-in-ready, design-forward homes that attract strong demand
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Older or less updated homes that may take longer to sell and require more negotiation
For sellers, that means product-market fit matters more than ever. Today’s luxury buyer is not just asking, “Is this home beautiful?” They’re asking, “Does this home fit how I want to live?”
What this means for sellers:
Proper preparation, thoughtful updates, and strong positioning can make the difference between strong interest and extended days on market.
